1 . Engage the patient on an emotional level , not a clinical level . Sleep apnea is negatively impacting their heath and life on many levels . You are presenting quality sleep and a longer , more enjoyable life . Many patients want to be treated so they can sleep in the same bed as their spouse and are concerned about snoring more then their actual sleep apnea . If that is the chief complaint , speak to that specific issue not a bunch of perceived gobbledy-gook about hyoid bones and the patency of the oropharynx .
2 . Ask open-ended questions and listen . People don ’ t always articulate their true issues . You have to listen . Listen for what they really mean which is not necessarily what they ’ re saying . Engage .
3 . Set realistic expectations and then set them lower . When scheduling a consult to discuss sleep apnea treatment , “ hopefully you will be a good candidate ” is a key phrase . “ If you are lucky and it ’ s indicated , you can have one . If it ’ s not for you , well , at least we tried .” People want what they can ’ t have . When this patient finds out that OAT is indicated for them , they feel like they won the Powerball .
4 . Insurance is ALWAYS a positive . If they have it , it ’ s a good thing . Even if there ’ s a high deductible and no payment will be made , let them know you are billing to their plan and whatever they pay will go towards their deductible . If they do not have coverage because of an exclusion in the plan , give a discount for being a cash paying patient .
5 . Have demo appliances available so patients can touch them , hold them , and ask questions . This provides them with an opportunity to decide which they ’ d prefer , along with your guidance , of course . You are giving them ownership and they are getting to “ buy ” something . Lets face it we all like to shop !
LESIA CRAWFORD
C
5
DO ’ S AND DON ’ TS
ase presentation skills ; without them we have nothing , well , at least we don ’ t have “ case acceptance !” How is a patient to decide if they want the services and treatment we are offering if we don ’ t present them in a compelling way that resonates with the patient ? Let me share a few DO ’ s and DON ’ Ts to increase the likelihood that your patients will say YES to Oral Appliance Therapy :
D
1 . Engage the patient on an emotional level , not a clinical level . Sleep apnea is negatively impacting their heath and life on many levels . You are presenting quality sleep and a longer , more enjoyable life . Many patients want to be treated so they can sleep in the same bed as their spouse and are concerned about snoring more then their actual sleep apnea . If that is the chief complaint , speak to that specific issue not a bunch of perceived gobbledy-gook about hyoid bones and the patency of the oropharynx .
OF CASE PRESENTATION
2 . Ask open-ended questions and listen . People don ’ t always articulate their true issues . You have to listen . Listen for what they really mean which is not necessarily what they ’ re saying . Engage .
3 . Set realistic expectations and then set them lower . When scheduling a consult to discuss sleep apnea treatment , “ hopefully you will be a good candidate ” is a key phrase . “ If you are lucky and it ’ s indicated , you can have one . If it ’ s not for you , well , at least we tried .” People want what they can ’ t have . When this patient finds out that OAT is indicated for them , they feel like they won the Powerball .
4 . Insurance is ALWAYS a positive . If they have it , it ’ s a good thing . Even if there ’ s a high deductible and no payment will be made , let them know you are billing to their plan and whatever they pay will go towards their deductible . If they do not have coverage because of an exclusion in the plan , give a discount for being a cash paying patient .
5 . Have demo appliances available so patients can touch them , hold them , and ask questions . This provides them with an opportunity to decide which they ’ d prefer , along with your guidance , of course . You are giving them ownership and they are getting to “ buy ” something . Lets face it we all like to shop !